Streetfighter Selling for Sales Professionals
  • Dec
    26

    Setting Goals, Changing Habits

    Filed under: Uncategorized;

    Now's the time to plan

    With a new year, it’s customary for us to set new goals, and revisit old ones. This past month I’ve heard a lot of terrific success stories from business leaders and salespeople about goals achieved, and often surpassed. And the common denominator with almost all of them wasn’t the goal as much as it was change.

    We’ve all heard that, to be achieved, a goal has to be specific, achievable and measurable. But new goals, with old work habits, are rarely realized. If I wanted to make more calls, sell more major accounts, learn the piano, or do more with my family, but couldn’t find the time, then I’d come up short. When looking at your ’09 goals, consider these potential barriers:

    Time

    Is it tough enough getting what’s got to be done accomplished? Does your ‘want-to-do’ list keep growing? New goals could be in jeopardy. Reorganizing your use of time now becomes a priority.

    Comfort Zones

    I’ll use the want more major accounts example here. I’ve known salespeople who develop a comfort working with smaller customers, where making contacts are easier, and often more casual. Their subconscious comfort with those surroundings causes them to put off the unknowns of pursuing multiple decision-makers and competing with larger, more assertive competition. Developing confidence and skills for the pursuit is as important as the prospect list.

    Discipline

    Old habits die hard. Real hard. Making positive, permanent changes too often takes a crisis situation (“do it, or you’re outta here”). Pros rely on strong, personal discipline and the support (and prodding) of a partner or manager.

    Add these to your toolbox and you’re going to do some amazing things in the new year!

    No Comments

Leave a Reply

You must be logged in to post a comment.

About The Guertin Group

Visit www.guertingroup.com to sign up for Joe's FREE biweekly email newsletter, loaded with news, tips and strategies to boost your sales career. As a sought-after Business Development Specialist, Joe has worked with thousands of salespeople, managers and business principals to change toxic habits and instill systems that get results.

The Guertin Group

414-762-2450

joe@guertingroup.com

View Joe Guertin's profile on LinkedIn

Be a Top Dog



Get this collection of solid tips and strategies, taken from 50 of America’s leading sales experts. This book is for anyone looking for proven and powerful ways to dramatically increase their sales in turbulent times.

Click here for details